What You’ll Do
The Director of Business Development for International Freight Forwarding will be responsible for identifying, developing, and maintaining relationships with new business clients within Ascent's targeted international markets, with a primary focus on Airfreight. This individual will drive profitable growth of Ascent’s international import and export airfreight portfolio while also leveraging Ascent’s Ocean and US Customs brokerage capabilities to deliver complete end-to-end solutions. The role will focus on establishing strategic partnerships with key customers and expanding Ascent's market presence in airfreight-intensive industries and trade lanes
- Develop and maintain strong professional relationships through regular in-person communication and travel, establishing multiple points of contact within customer organizations
- Foster relationships with mid-tier and top-tier customers, clearly understanding their business needs to identify opportunities for upselling and cross-selling
- Identify, pursue, and secure new business opportunities, curating a consistent, strong pipeline of ideal prospects.
- Leverage deep airfreight industry expertise, complemented by ocean knowledge, to effectively engage with potential clients
- Lead the consultative sale of Ascent’s international airfreight portfolio, including direct and back-to-back, expedited/next-flight-out, and air charter solutions
- Target and win business in airfreight-intensive verticals such as aerospace, automotive, high-tech and semiconductor, e-commerce, and industrial manufacturing
- Partner with pricing, procurement, and operations teams to develop competitive airfreight proposals and RFP/RFQ responses, including lane-level rate structures, chargeable weight analysis, and fuel and security surcharge considerations
- Leverage airline, GSA, and overseas agent relationships, along with Ascent’s air charter capabilities, to secure capacity through block space agreements, allocations, and contingency plans during peak seasons and market disruptions
- Monitor and interpret global air cargo market dynamics, including capacity, rate trends, trade lane shifts, and geopolitical and regulatory changes, and translate them into proactive customer strategies
- Analyze customer shipping data to identify mode optimization opportunities (air vs. ocean vs. sea-air) that balance transit time, cost, and inventory goals
- Proactively identify and develop opportunities for Ascent’s international logistics solutions
- Present compelling logistics solutions to prospective customers that deliver sustainable and strategic value
- Establish and strengthen strategic partnerships with key decision-makers across multiple levels within customer organizations
- Provide customers with consistent market intelligence and industry updates to enhance their decision-making processes
- Serve as a trusted advisor to customers, offering expert guidance on transportation and supply chain solutions
- Ability and willingness to travel up to 50% of the time
What You’ll Bring
- Bachelor’s degree from an accredited four-year college or university, or a minimum of 7-10 years related experience and/or training; equivalent combinations of education and experience will be considered
- Demonstrated expertise and a proven track record within the International Freight Forwarding segment, with an emphasis on international airfreight
- Minimum of 5 years of business development or sales experience focused on international airfreight, with a proven record of winning new logos and growing airfreight revenue and gross profit
- Strong working knowledge of airfreight operations and documentation, including MAWB/HAWB, chargeable and volumetric weight, ULDs, consolidation, routing, and transit hub strategies
- Familiarity with air cargo security and regulatory requirements, such as TSA Certified Cargo Screening Program (CCSP) and Known Shipper, IATA Dangerous Goods Regulations, CBP ACAS, AES/EEI filing, and export controls (EAR/ITAR)
- Solid understanding of Incoterms® 2020 and their impact on mode selection, landed cost, and risk transfer
- Experience managing pipelines and forecasts in a CRM platform with the ability to use shipment data and market analytics to drive sales strategy
- Preferred: IATA Dangerous Goods certification, IATA/FIATA diploma, Licensed Customs Broker, or other relevant industry credentials
- Exceptional language and communication skills, including the ability to analyze and interpret business publications, technical documents, and governmental regulations; skilled in preparing clear reports, correspondence, and manuals, and capable of effectively presenting and responding to inquiries from managers, clients, customers, and the public
- Strong reasoning and problem-solving abilities; capable of interpreting and implementing instructions provided in written, oral, or visual formats, and effectively managing issues involving multiple variables within established guidelines
- Proficiency in Microsoft Office applications, including Word, Excel, and PowerPoint
Ascent’s Competitive Benefits
- 401(k) and employer matching
- Health, Dental, Vision Insurance
- Short- & Long-Term Disability
- Employee Wellness Program
- Employee Recognition Programs
- Flexible Spending Account (FSA)
- Overtime, Differential & Bonus Pay
- Health Savings Account (HSA)
Additional Considerations
- Monthly Technology Stipend
Salary Range: $95,000 - $110,000
